Kelly Services, Inc. (KELYA): Canvas del Modelo de Negocio [Actualizado en Ene-2025]

En el mundo dinámico de las soluciones de la fuerza laboral, Kelly Services, Inc. (Kelya) se erige como un jugador fundamental, transformando cómo las empresas abordan la adquisición y gestión del talento. Al aprovechar un innovador lienzo de modelo de negocio que une la tecnología, la experiencia humana y las asociaciones estratégicas, Kelly Services ha forjado un nicho único en la industria competitiva de personal. Su enfoque integral va más allá del reclutamiento tradicional, ofreciendo soluciones flexibles e impulsadas por la tecnología que capacitan a las organizaciones en diversos sectores para construir fuerzas laborales ágiles y de alto rendimiento.

Kelly Services, Inc. (Kelya) - Modelo de negocios: asociaciones clave

Proveedores de tecnología de gestión de la fuerza laboral

Kelly Services se asocia con los siguientes proveedores de tecnología:

Proveedor de tecnología	Enfoque de asociación	Año de implementación
SAP SuccessFactors	Integración de software de gestión de la fuerza laboral	2019
Jornada laboral	Plataforma de gestión de capital humano	2020
Cloud de Oracle HCM	Adquisición de talento y planificación de la fuerza laboral	2021

Instituciones educativas para abastecimiento de talento

Las asociaciones académicas estratégicas incluyen:

• Universidad Estatal de Michigan
• Universidad de Michigan
• Universidad Estatal de Wayne
• Instituto de Tecnología de Rochester

Agencias globales de personal y reclutamiento

Red de agencias	Cobertura geográfica	Volumen de colaboración anual
Grupo de hombres	Global	42,000 ubicaciones
Grupo adecco	Multi-continental	35,000 ubicaciones

Clientes corporativos de nivel empresarial

Asociaciones clave de la industria:

• Automotriz: General Motors, Ford Motor Company
• Tecnología: Microsoft, IBM
• Atención médica: Johnson & Johnson, Pfizer
• Fabricación: Boeing, Caterpillar

Socios de integración de tecnología e software

Socio tecnológico	Solución de integración	Valor de contrato
Megáfono	Integración de reclutamiento CRM	$ 3.2 millones anualmente
Software de invernadero	Sistema de seguimiento del solicitante	$ 2.7 millones anualmente
Palanca	Plataforma de adquisición de talento	$ 2.5 millones anuales

Kelly Services, Inc. (Kelya) - Modelo de negocios: actividades clave

Personal de la fuerza laboral temporal y permanente

En 2023, Kelly Services reportó $ 4.86 mil millones en ingresos totales, con servicios de personal que representan una parte significativa de su modelo de negocio.

Categoría de personal	Volumen de colocación anual	Tarifa promedio por hora
Personal temporal	385,000 empleados	$ 18.75 por hora
Colocación permanente	62,500 ubicaciones profesionales	$ 25,000 por tarifa de colocación

Servicios de reclutamiento y colocación de talentos

Kelly Services opera en 9 países con estrategias de reclutamiento integrales.

• Reclutamiento profesional en 15 verticales de la industria
• Plataformas de reclutamiento digital que atienden a más de 10,000 clientes corporativos
• Base de datos anual de candidatos de 2.1 millones de profesionales

Consultoría de gestión de la fuerza laboral

Servicio de consultoría	Compromiso anual del cliente	Contribución de ingresos
Planificación estratégica de la fuerza laboral	425 clientes corporativos	$ 186 millones
Optimización de la fuerza laboral	312 clientes empresariales	$ 142 millones

Soluciones de outsourcing de recursos humanos

Kelly Services administra funciones de recursos humanos para 750 empresas de mediana a grande.

• Procesamiento de nómina para 185,000 empleados
• Servicios de administración de beneficios
• Gestión de cumplimiento

Programas de capacitación y desarrollo de habilidades

Categoría de entrenamiento	Participantes anuales	Inversión de programas
Habilidades técnicas	47,500 participantes	$ 22.3 millones
Desarrollo profesional	36,000 participantes	$ 15.7 millones

Kelly Services, Inc. (Kelya) - Modelo de negocios: recursos clave

Base de datos de candidatos extensas

A partir de 2023, Kelly Services mantiene una base de datos de aproximadamente 1,5 millones de candidatos potenciales en diversas industrias y niveles de habilidades. La base de datos cubre múltiples sectores que incluyen:

Sector	Cobertura de candidatos
Tecnologías de la información	275,000 candidatos
Cuidado de la salud	350,000 candidatos
Ingeniería	225,000 candidatos
Administrativo	400,000 candidatos

Plataformas de tecnología de reclutamiento avanzadas

Kelly Services invierte $ 12.3 millones anuales en infraestructura de tecnología de reclutamiento, que incluye:

• Algoritmos de correspondencia de candidatos con IA
• Sistemas de gestión de talento basados ​​en la nube
• Tecnologías de detección de aprendizaje automático

Red global de reclutadores profesionales

Kelly Services emplea 1.800 reclutadores profesionales En 41 países, con distribución regional de la siguiente manera:

Región	Número de reclutadores
América del norte	850
Europa	550
Asia-Pacífico	250
América Latina	150

Reputación de marca fuerte

Kelly Services tiene una valoración de marca de $ 475 millones, con una tasa de retención de clientes del 92% en 2023.

Herramientas integrales de evaluación del talento

Inversión en tecnologías de evaluación de talento: $ 8.6 millones en 2023, que cubre:

• Plataformas de pruebas psicométricas
• Sistemas de verificación de habilidades
• Algoritmos de predicción de rendimiento

Kelly Services, Inc. (Kelya) - Modelo de negocio: propuestas de valor

Soluciones de fuerza laboral flexibles para empresas

Kelly Services ofrece soluciones de fuerza laboral en múltiples industrias con $ 5.1 mil millones en ingresos anuales para 2022. La compañía atiende aproximadamente el 90% de las compañías Fortune 100 a través de acuerdos de personal flexibles.

Segmento de la industria	Cobertura de la fuerza laboral	Volumen de colocación anual
Tecnologías de la información	42% de las ubicaciones totales	87,500 ubicaciones profesionales
Fabricación	28% de las ubicaciones totales	62,300 trabajadores industriales
Cuidado de la salud	15% de las ubicaciones totales	33,600 profesionales médicos

Acceso a diversas piscinas de talentos

Kelly Services mantiene una base de datos de talento de 1.2 millones de candidatos previamente seleccionados en 23 países. El alcance global de la compañía permite el acceso a talento especializado en múltiples sectores.

• Red de talento global que cubre a América del Norte, Europa y Asia-Pacífico
• Candidatos con habilidades especializadas en tecnología, ingeniería y dominios científicos
• Capacidades de la fuerza laboral multilingüe

Procesos de reclutamiento rápidos y eficientes

El tiempo de contratar promedio para puestos profesionales es de 14 días, con una tasa de satisfacción del cliente del 92%. Las plataformas de reclutamiento digital permiten una coincidencia y detección rápida de candidatos.

Personal especializado en múltiples sectores

Kelly Services ofrece soluciones de personal en 10 verticales de la industria primaria con estrategias de reclutamiento especializadas.

Sector	Fuerza laboral especializada	Penetración del mercado
Tecnología	Ingenieros de software, científicos de datos	48% de participación de mercado
Fabricación	Técnicos calificados, operadores de máquinas	35% de participación de mercado
Cuidado de la salud	Enfermeras, técnicos médicos	Cuota de mercado del 22%

Estrategias de gestión de la fuerza laboral personalizadas

Kelly Services ofrece soluciones de fuerza laboral a medida con $ 450 millones invertidos en plataformas de reclutamiento impulsadas por la tecnología. Los clientes empresariales reciben estrategias personalizadas de optimización de la fuerza laboral.

• Herramientas de análisis de la fuerza laboral propietaria
• Algoritmos de correspondencia de candidatos impulsados ​​por IA
• Servicios integrales de planificación de la fuerza laboral

Kelly Services, Inc. (Kelya) - Modelo de negocios: relaciones con los clientes

Gestión de cuentas personales

Kelly Services mantiene más de 16,500 relaciones activas de clientes corporativos en múltiples industrias. La Compañía asigna gerentes de cuentas dedicados al 72% de sus clientes empresariales de primer nivel.

Segmento de clientes	Enfoque de gestión de cuentas	Porcentaje de cobertura
Clientes empresariales	Gerentes de cuentas dedicados	72%
Clientes del mercado medio	Gestión de cuentas compartidas	25%
Pequeñas empresas	Canales de soporte digital	3%

Plataformas de adquisición de talento en línea

Kelly Services opera plataformas digitales con 1.2 millones de solicitantes de empleo registrados y 87 tecnologías de reclutamiento automatizadas.

• Plataforma digital Kelly OCG
• Portal de reclutamiento en línea de Kelly Connect
• Sistema de coincidencia de candidatos automatizado

Informes regulares de rendimiento e satisfacción

La compañía realiza encuestas trimestrales de satisfacción del cliente con una tasa de respuesta del 94% y mantiene un puntaje de promotor neto de 68.

Métrica de informes	Valor de rendimiento
Tasa de respuesta de la encuesta de satisfacción del cliente	94%
Puntuación del promotor neto	68
Revisiones anuales de desempeño del cliente	4

Equipos dedicados de soporte al cliente

Kelly Services mantiene 325 profesionales especializados de apoyo al cliente en 12 centros de servicio global.

Programas de compromiso de talento continuo

La Compañía implementa 47 iniciativas de retención y compromiso de talento, con el 62% de los trabajadores temporales que reciben oportunidades de desarrollo profesional continuo.

Programa de participación	Tasa de participación
Capacitación de habilidades profesionales	62%
Talleres de desarrollo profesional	48%
Plataformas de aprendizaje digital	55%

Kelly Services, Inc. (Kelya) - Modelo de negocios: canales

Sitio web corporativo

Kelly Services opera www.kellyservices.com como su canal digital principal para la participación del cliente y los candidatos.

Métrico del sitio web	2023 datos
Visitantes del sitio web anual	2.4 millones
Publicaciones de trabajo	15,783 listados activos
Candidato Profile Presentaciones	87,456 presentaciones anuales

Plataformas de reclutamiento digital

Kelly Services utiliza múltiples canales de reclutamiento digital.

• En efecto
• LinkedIn
• Ziprecruiter
• Monster.com

Plataforma	Publicaciones de trabajo mensuales
LinkedIn	6,234
En efecto	5,876

Equipos de ventas directos

Kelly Services mantiene representantes de ventas dedicados en múltiples regiones.

Métrica del equipo de ventas	2023 datos
Representantes de ventas totales	1,247
Ingresos anuales promedio por representante	$ 1.2 millones

Sitios de redes profesionales

Kelly Services involucra activamente plataformas de redes profesionales para la adquisición de talentos.

Plataforma	Recuento de seguidores	Tasa de compromiso anual
LinkedIn	378,000	4.7%
Gorjeo	156,000	2.3%

Ferias y conferencias comerciales de la industria

Kelly Services participa en eventos estratégicos de la industria para el desarrollo de negocios.

Categoría de eventos	Participación anual	Generación de leads
Conferencias nacionales	12	1.456 clientes potenciales calificados
Ferias regionales	24	2.789 contactos potenciales

Kelly Services, Inc. (Kelya) - Modelo de negocios: segmentos de clientes

Grandes corporaciones empresariales

Kelly Services atiende a compañías Fortune 500 en múltiples industrias, con aproximadamente el 87% de las empresas Fortune 100 que utilizan sus soluciones de personal y fuerza laboral.

Industria	Porcentaje de grandes clientes empresariales	Contribución anual de ingresos
Tecnología	29%	$ 275 millones
Fabricación	24%	$ 228 millones
Finanzas	18%	$ 171 millones

Pequeñas y medianas empresas

Kelly Services admite aproximadamente 45,000 pequeñas y medianas empresas en todo el país.

• Valor promedio del contrato: $ 47,500
• Sectores primarios servidos:
  • Servicios profesionales
  • Minorista
  • Logística

Sectores de fabricación e industrial

Kelly Services genera $ 612 millones en ingresos anuales de los clientes de fabricación.

Subsector de fabricación	Recuento de clientes	Colocación de la fuerza laboral
Automotor	1.250 clientes	38,000 trabajadores
Electrónica	890 clientes	22,500 trabajadores
Aeroespacial	475 clientes	12,000 trabajadores

Organizaciones médicas y de salud

Kelly Services apoya a 3.750 instituciones de salud con soluciones de fuerza laboral especializadas.

• Ingresos anuales del sector de la salud: $ 425 millones
• Segmentos de la fuerza laboral:
  • Profesionales clínicos
  • Personal administrativo
  • Especialistas técnicos

Tecnología y empresas de servicios profesionales

Kelly Services ofrece soluciones de fuerza laboral a 2.600 organizaciones de tecnología y servicios profesionales.

Segmento tecnológico	Recuento de clientes	Ingresos anuales
Desarrollo de software	890 clientes	$ 215 millones
Infraestructura	650 clientes	$ 172 millones
Ciberseguridad	385 clientes	$ 98 millones

Kelly Services, Inc. (Kelya) - Modelo de negocio: Estructura de costos

Gastos de reclutamiento y detección

Para el año fiscal 2022, Kelly Services informó que los gastos totales de reclutamiento y adquisición de talentos de $ 54.3 millones.

Categoría de gastos	Costo anual
Publicidad de reclutamiento	$ 18.7 millones
Procesos de verificación de antecedentes	$ 12.5 millones
Tecnología de detección de candidatos	$ 23.1 millones

Compensación y beneficios de los empleados

Kelly Services asignó $ 1.2 mil millones a la compensación y beneficios de los empleados totales en 2022.

• Salario y salario: $ 892.6 millones
• Beneficios de atención médica: $ 187.4 millones
• Planes de jubilación: $ 76.3 millones
• Otra compensación: $ 43.7 millones

Inversiones de infraestructura tecnológica

El gasto en infraestructura de tecnología para 2022 totalizaron $ 45.6 millones.

Área de inversión tecnológica	Gasto
Computación en la nube	$ 16.2 millones
Ciberseguridad	$ 12.8 millones
Desarrollo de software	$ 16.6 millones

Costos operativos de marketing y ventas

Los gastos de marketing y ventas para 2022 fueron de $ 134.7 millones.

• Marketing digital: $ 42.3 millones
• Compensación del equipo de ventas: $ 67.9 millones
• Tecnología de ventas: $ 24.5 millones

Oficina global y gastos generales administrativos

La sobrecarga administrativa para 2022 ascendió a $ 98.4 millones.

Categoría de gastos generales	Costo anual
Gastos de la instalación	$ 38.6 millones
Salarios administrativos	$ 42.7 millones
Gastos operativos corporativos	$ 17.1 millones

Kelly Services, Inc. (Kelya) - Modelo de negocios: flujos de ingresos

Tarifas de servicio de personal temporal

Kelly Services generó $ 4.87 mil millones en ingresos totales para el año fiscal 2022, con servicios de personal temporales que representan una parte significativa de este flujo de ingresos.

Categoría de ingresos	Porcentaje de ingresos totales	Cantidad (USD)
Servicios de personal temporales	65.4%	$3,188,180,000

Comisiones de colocación permanente

Las comisiones de colocación permanente contribuyen a los ingresos de Kelly Services a través de tarifas de reclutamiento y colocación.

• La tarifa de colocación promedio varía entre el 15-25% del salario anual del candidato
• Ingresos anuales estimados de la colocación permanente: $ 320 millones

Ingresos de consultoría de gestión de la fuerza laboral

Los servicios de consultoría proporcionan un flujo de ingresos adicional para los servicios de Kelly.

Tipo de servicio de consultoría	Contribución de ingresos
Consultoría de estrategia de la fuerza laboral	$ 175 millones
Consultoría de gestión del talento	$ 95 millones

Cargos de servicio de outsourcing de recursos humanos

La subcontratación de recursos humanos representa un segmento de ingresos creciente para los servicios de Kelly.

• Ingresos totales de outsourcing de recursos humanos: $ 245 millones en 2022
• Tasa de crecimiento anual: 7.2%

Tarifas del programa de capacitación y desarrollo de habilidades

Los programas de capacitación y desarrollo generan ingresos adicionales para la empresa.

Categoría del programa de capacitación	Ingresos anuales
Capacitación de habilidades profesionales	$ 86 millones
Desarrollo de habilidades técnicas	$ 62 millones

Kelly Services, Inc. (KELYA) - Canvas Business Model: Value Propositions

Access to high-quality, specialized talent in high-demand sectors like SET.

Kelly Services, Inc. connects more than 400,000 people with work every year through its network of suppliers and partners.

For the Science, Engineering & Technology (SET) segment, revenue for the thirteen-week period ended September 28, 2025, was $113.7 million, representing a year-over-year decline of 9.0% for the quarter. The year-to-date revenue for the SET segment through the first nine months of 2025 reached $335.0 million.

The value proposition is supported by the broader gig economy context in 2025, where:

• 70+ million Americans identify as gig workers.
• 5.6 million independent workers in the US earned over $100,000 annually in 2025.
• 82% of freelancers report more job opportunities in 2025 due to remote hiring.

The specialized talent offering is quantified by segment performance:

Service Line	Q3 2025 Revenue (In millions of dollars)	Year-over-Year Change (Q3 2025)
Science, Engineering & Technology (SET)	113.7	-9.0%
Enterprise Talent Management (ETM)	129.1	-13.1%

Scalable, flexible workforce solutions to manage client costs and risk.

Kelly Services, Inc. reported total revenue from services of $935.0 million for the thirteen-week period ended September 28, 2025. The company demonstrated expense management, with adjusted Selling, general and administrative expenses declining by 9.7% year-over-year in Q3 2025.

Flexibility and cost management are reflected in margin expectations:

• Q3 2025 adjusted EBITDA margin was 1.8%, a decrease of 70 basis points year-over-year.
• The company expects an adjusted EBITDA margin of approximately 3% for the fourth quarter of 2025.

Outcome-based solutions (RPO/BPO) for improved efficiency and talent supply chain.

The Enterprise Talent Management (ETM) segment, which includes outcome-based services like payroll process outsourcing, generated $129.1 million in revenue for Q3 2025. This segment experienced a decline of 13.1% year-over-year for the quarter. For the first nine months of 2025, adjusted earnings were $51.0 million.

Reliable K-12 staffing and fill-rate improvement for school districts.

The Education segment is a resilient area, posting revenue of $142.1 million in Q3 2025, marking growth of 0.9% year-over-year. Kelly Education supports over 10,000+ schools with their workforce needs.

Specific performance metrics in K-12 staffing include:

• One Florida district saw a 42 percentage point substitute teacher fill rate lift.
• In a prior period, Kelly covered nearly 1,000 long term substitute teacher positions at an 87% fill rate.
• The Education segment maintained a gross profit rate of 14.1% in Q3 2025, an increase of 20 basis points year-over-year.

Offering remote and flexible work opportunities for the professional gig worker.

The value proposition for the professional gig worker aligns with the overall market trend where 63% of gig workers say they prefer a flexible work schedule to a bigger salary. For the first nine months of 2025, total revenue was $3.2 billion.

The company's commitment to this segment is seen in its overall connection of people to work:

Metric	Value	Context/Year
Total People Connected with Work Annually	400,000+	Current Operations
Full-Time Independent Workers (US)	27.7 million	2024
High-Earning Freelancers ($100K+) (US)	5.6 million	2025

Kelly Services, Inc. (KELYA) - Canvas Business Model: Customer Relationships

You're looking at how Kelly Services, Inc. manages its client interactions in late 2025, a period where operational discipline and targeted growth are key, especially after the Q3 2025 results showed a 9.9% year-over-year revenue decrease to $935.0 million.

Consultative, high-touch sales for large Enterprise Talent Management (ETM) clients.

For large Enterprise Talent Management (ETM) clients, the relationship model centers on deep integration and maximizing value capture. Kelly Services, Inc. explicitly focuses on a market strategy within ETM to further enhance the delivery of its full suite of offerings and increase share-of-wallet. This consultative approach is critical, as evidenced by the significant impact of large customer dynamics; in Q3 2025, discrete impacts from three large private sector customers accounted for a portion of the revenue decline, which was consistent with expectations. For the fourth quarter of 2025 outlook, the company projected an 8.0% reduction related to these discrete customers and federal contractors within the ETM segment. The ETM segment itself saw an underlying revenue decline of approximately 1.9% in Q3 2025, excluding those discrete impacts.

Dedicated account management teams for specialized segments (SET, Education).

The structure relies on specialized teams aligning with the distinct needs of the Science, Engineering & Technology (SET) and Education segments. In Q2 2025, the Education segment showed reported revenue growth of 5.6% (or 5.3% organically), indicating successful relationship management in that market. Conversely, the SET segment organic revenue declined by 8.5% in Q2 2025, though this was partially masked by the acquisition impact. By Q3 2025, the SET segment revenue was down 9% reported, or 3.5% excluding the federal government impact. This segmentation necessitates dedicated management to navigate varied demand curves, such as the continued strength in K-12 staffing within Education noted in Q2 2025.

Tech-enabled self-service and AI-powered offerings for scale.

Kelly Services, Inc. is actively transforming operations to enhance efficiency, which includes technology modernization as a key expense optimization initiative. Management highlighted opportunities in AI talent solutions during the Q3 2025 earnings discussion. The focus on efficiency is reflected in the adjusted SG&A expense reduction of 9.7% year-over-year in Q3 2025, driven by structural and demand-driven efforts, which would include scaling technology use. While specific self-service adoption rates aren't public, the commitment to technology modernization supports scalable, less high-touch interactions where appropriate.

Long-term, performance-based contracts for outcome-based services.

The relationship is increasingly moving toward outcome-based service contracts, which are higher-margin. Since 2020, Kelly Services, Inc. has been shifting its revenue mix toward these higher-margin solutions, including Managed Service Provider (MSP) and Recruitment Process Outsourcing (RPO). In Q2 2025, outcome-based offerings (excluding contact center solutions) demonstrated resilience, growing 2% year-over-year, driven by the ETM segment. These contracts structure client payment contingent on volume managed, a monthly management fee, or a per-unit basis for services performed related to an outsourced process or project. The company maintained its quarterly cash dividend at $0.075 per share, reflecting confidence in its cash flow generation, which is supported by this strategic mix shift.

The following table summarizes the reported revenue performance across the three primary customer-facing segments for the third quarter of 2025, illustrating the current focus areas:

Segment	Q3 2025 Reported Revenue	Year-over-Year Change (Reported)	Underlying Revenue Change (Approximate)
Enterprise Talent Management (ETM)	Not explicitly stated separately from total	-13.1%	Approximately -1.9%
Science, Engineering & Technology (SET)	Not explicitly stated separately from total	-9.0%	Approximately -3.5% (Excluding federal impact)
Education	Not explicitly stated separately from total	+0.9%	Growth maintained
Total Company	$935.0 million	-9.9%	Approximately -2.0% (Excluding discrete impacts)

The gross profit rate for Q3 2025 was 20.8%, a 60 basis point decrease versus the prior year quarter, with ETM's rate down slightly and SET's rate declining 80 basis points.

Finance: draft 13-week cash view by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Channels

You're mapping out how Kelly Services, Inc. (KELYA) gets its specialized talent solutions and consulting services to the enterprise client and the talent pool itself. The channels are deeply integrated with their three core operating segments, which dictates how they push value out to the market.

The delivery mechanism is segmented to match the specialized nature of the business, which, as of Q2 2025, centers on Enterprise Talent Management (ETM), Science, Engineering & Technology (SET), and Education. The channel strategy must support these distinct revenue streams. For instance, the SET segment, which saw reported revenue growth of 19.4% in Q2 2025 (largely due to the Motion Recruitment Partners acquisition), relies on channels that can deliver highly specialized, outcome-based solutions, often requiring direct, consultative engagement. Conversely, the Education segment, which showed reported revenue growth of 5.6% in Q2 2025, utilizes channels optimized for high-volume, localized staffing, like K-12 fill rates.

Here's a quick look at how the segments performed in Q2 2025, which informs the channel focus:

Operating Segment	Reported Revenue Change (Q2 2025 YoY)	Organic Revenue Change (Q2 2025 YoY)	Reported Gross Profit Margin (Q2 2025)
Science, Engineering & Technology (SET)	19.4% increase	8.5% decline	25.6%
Education	5.6% increase	5.3% increase	14.4%
Enterprise Talent Management (ETM)	3.9% decline	5.1% decline	Not explicitly stated, but overall company GP rate was 20.5%.

The total reported revenue for Q2 2025 was $1.1 billion, with a total gross profit rate of 20.5%, up 30 basis points from the prior year quarter.

Direct client engagement is managed through a dedicated sales structure. You'll find that the direct sales force and consulting teams are critical for landing the larger, more complex enterprise contracts, especially within the ETM and KellyOCG (Outsourcing & Consulting) offerings. These teams target decision-makers in procurement and HR, focusing on selling managed services and outcome-based solutions rather than just contingent labor. Targeted digital content marketing was a major channel driver in 2024, contributing to 45% of new enterprise client acquisitions that year. The sales team also leverages a proprietary CRM system to identify clients with high workforce volatility.

For talent acquisition, the channel mix is heavily weighted toward digital methods to source the high volume of workers Kelly Services places-over 400,000 people annually across 30 countries.

• Programmatic job advertising is used extensively for broad reach.
• A streamlined mobile application process is key for candidate conversion.
• The Kelly Now platform supports digital access for industrial staffing candidates and managers.
• The company attracted over 1.2 million new global workforce applicants in 2024 through these digital channels.

Talent retention, which directly impacts channel reliability, is supported by the Kelly Learning platform and a loyalty program offering preferred job access.

The physical and virtual office network provides the necessary local market delivery capability, which is essential for compliance and on-the-ground support, even as digital channels grow. Kelly Services operates across the Americas, Europe, and Asia-Pacific regions.

• The Americas region generated $1,073.1 million in revenue in Q2 2025.
• Europe accounts for 15% of total revenue, with key centers in the UK, Germany, and Ireland.
• Asia-Pacific contributed 21% of 2024 revenue.
• Managed Service Provider (MSP) solutions are available in 70 countries, while direct placement connects people in 30 countries.

This global footprint, supported by a broad base of strategic suppliers, ensures they can deliver workforce solutions where and when they are needed most, even while managing organic revenue headwinds, such as the 3.3% organic revenue decline in Q2 2025 (which included a 1.4% impact from reduced federal contractor demand).

Finance: draft Q3 2025 cash flow forecast by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Customer Segments

You're hiring before product-market fit is fully solidified, so understanding exactly who pays you and who works for you is the first step in stabilizing the model. Kelly Services, Inc. serves a dual customer base: the enterprise clients who issue the requisitions and the talent pool who fulfill the work.

Enterprise Clients: Mid-to-large Businesses Seeking Flexible Staffing Globally

The core B2B customer base consists of mid-to-large enterprise clients looking for scalable, flexible workforce solutions across various geographies. Kelly Services, Inc. generated total revenue of approximately $4.3 billion in the 2024 fiscal year.

Customer concentration shows a reliance on a core group of large accounts. As of the end of 2024, the largest 100 customers accounted for an estimated 58% of total company revenue, with the top 10 customers contributing 29% of that total. Honestly, the largest single customer represented about 6% of total revenue in 2024. This concentration means relationship management with these top-tier clients is defintely critical for revenue stability.

Specialized Industries Driving Demand

Kelly Services, Inc. focuses its efforts on specific, high-growth industry verticals where specialized skills are in demand. The company explicitly tracks its business mix based on these specialties, which is a key part of its strategy to move toward higher-margin outcome-based solutions.

The breakdown of 2024 gross billings highlights the concentration in these areas:

Industry Vertical	Percentage of 2024 Gross Billings
Technology	28%
Healthcare	22%
Advanced Manufacturing	19%

The Education segment, which includes K-12 school districts, remains a strong customer base. For context on the scale, Kelly Education reported US education staffing revenue of $972 million in 2024. Looking at the most recent operational data from Q3 2025, the Education business edged up 0.8% year-over-year in revenue, showing resilience even as other areas faced headwinds.

Conversely, the Science, Engineering & Technology (SET) segment, which houses much of the Technology focus, saw revenue fall 9.0% year-over-year in Q3 2025, though it had shown strong reported growth in Q2 2025 at 19.4%, largely due to the prior acquisition of Motion Recruitment Partners (MRP).

Government Agencies and Educational Institutions

Business with government entities is a component, but the company has structured its contracts to limit single-source risk. As of 2024, no single federal, state, or local government contract represented more than 3% of total company revenue. However, reduced demand from U.S. federal government contractors was cited as a challenge impacting revenue in Q3 2025.

The Education segment specifically targets K-12 school districts and related institutions, providing substitute educators and other support staff. This segment showed reported revenue growth of 5.6% in Q2 2025.

The Talent Pool: The Supply Side of the Equation

Kelly Services, Inc. connects a vast number of workers with assignments annually. The company connects more than 400,000 people with work every year. This talent pool is segmented by skill level and preference for work structure.

Key characteristics of the talent pool include:

• Skilled professionals with bachelor's degrees or higher, aged 25-44, seeking project-based or temporary-to-hire roles.
• A growing segment of professional gig workers who prefer contract arrangements.
• Substitute educators servicing the Education segment.

The preference for flexible work is clear; the professional gig worker segment grew by 30% from 2023 to 2024. This indicates a structural shift in how a significant portion of their workforce prefers to engage with Kelly Services, Inc.

Finance: draft 13-week cash view by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Cost Structure

You're looking at the major drains on Kelly Services, Inc.'s bottom line as of late 2025. The cost structure is heavily influenced by the nature of the staffing business and the recent inorganic growth strategy.

Cost of Services remains the single largest cost component, representing the direct compensation and associated expenses for the contingent workforce deployed to clients. While specific dollar figures for total Cost of Services for Q2 or Q3 2025 aren't itemized separately from revenue to calculate a Gross Profit Rate for the entire company in the same way, we know the overall Gross Profit Rate for Q2 2025 was 20.5%. This implies that approximately 79.5% of revenue is consumed by the Cost of Services, which is primarily wages and benefits for contingent workers.

Selling, General, and Administrative (SG&A) expenses are the next major category. For the second quarter of 2025, Kelly Services, Inc. reported SG&A expenses of $207.3 million. This figure is up from $192 million in Q2 2024, with the increase attributed in part to the Motion Recruitment Partners (MRP) acquisition. On an adjusted organic basis for Q2 2025, SG&A expenses actually declined 1% year-over-year, showing some underlying cost control efforts.

The company is actively managing costs related to its strategic moves, which fall into several buckets:

• Integration and realignment costs from acquisitions like MRP were reported as $6 million in charges during Q2 2025.
• These Q2 charges also included costs for improving technology and processes across the enterprise.
• The third quarter of 2025 saw significant non-cash charges, including $102.0 million in goodwill impairment charges related to the integration of MRP and Softworld acquisitions in the Science, Engineering & Technology (SET) segment, alongside realignment efforts.

Debt financing for acquisitions directly impacts the income statement through interest expense. For the first half of 2025, the year-over-year decline in adjusted earnings per share reflected higher net interest expense due to debt incurred for the MRP acquisition. Specifically, the year-over-year decline in Q2 2025 adjusted earnings per share included an impact of $0.08 per share from increased net interest expense.

Here is a snapshot of key reported expense and margin figures from the Q2 and Q3 2025 reporting periods:

Cost/Metric Category	Period	Reported Amount	Context/Notes
Reported SG&A Expenses	Q2 2025	$207.3 million	Up from $192 million in Q2 2024
Integration and Realignment Charges	Q2 2025	$6 million	Included technology and process improvement costs
Goodwill Impairment Charges (Non-cash)	Q3 2025	$102.0 million	Related to MRP and Softworld acquisitions/realignment in SET
Increased Net Interest Expense Impact	Q2 2025 Adjusted EPS	$0.08 per share	Due to debt from MRP acquisition
Gross Profit Rate	Q2 2025	20.5%	Up 30 basis points year-over-year
Adjusted EBITDA	Q3 2025	$16.5 million	Down 36.7% versus prior year period

Kelly Services, Inc. is focused on driving structural efficiencies through technology enhancements, including leveraging AI, to improve the SG&A expense profile. The largest variable cost, Cost of Services, is directly tied to the contingent worker base, which means labor market conditions and bill/pay rate spreads are critical drivers of gross margin.

The company's Q3 2025 results showed an operating loss of $102.1 million, which was heavily skewed by the non-cash goodwill impairment charge. On an adjusted basis, excluding this charge, operating earnings were $4.3 million for Q3 2025. Finance: draft 13-week cash view by Friday.

Kelly Services, Inc. (KELYA) - Canvas Business Model: Revenue Streams

You're looking at how Kelly Services, Inc. (KELYA) actually brings in the money, which is critical for understanding its valuation, especially given the recent market volatility. Here's the breakdown of their revenue sources based on late 2025 financial reporting.

The core of Kelly Services, Inc.'s revenue generation remains rooted in providing contingent and permanent talent, though the mix is evolving due to strategic acquisitions and market pressures. The primary revenue streams map closely to their operating segments: Science, Engineering & Technology (SET), Education, and Enterprise Talent Management (ETM).

The overall financial performance for the year-to-date shows a slight top-line increase despite organic challenges. Total Revenue for the first 9 months of 2025 was reported as $3,140.7 million. This compares to the Q2 2025 figure, which was $1.1 billion, marking a 4.2% increase year-over-year for that specific quarter, largely due to acquisitions like Motion Recruitment Partners (MRP).

Here is a look at the composition and recent performance of these streams, using Q2 2025 segment data as the best available proxy for service-line contribution:

Revenue Stream Category (Segment Proxy)	Q2 2025 Reported Revenue (Approximate)	Q2 2025 Year-over-Year Change	Key Driver/Note
Staffing Services (SET & Education Segments)	Substantial Majority (Education grew 5.6%)	Mixed (Education up 5.6%, SET organic down 8.5%)	Includes temporary and contract placements; Education strength offsets pressure in SET/ETM.
Outcome-Based Solutions (ETM Segment)	Significant Portion (ETM revenue down 3.9%)	Down 6.2% (Organic)	Fees from RPO, BPO, and MSP contracts; experienced pressure from a large contact center customer runoff.
Permanent Placement Fees	Minority Share	Moderating Decline	Commissions for direct-hire placements; noted as a drag on gross profit rate in Q2 2025.

You can see how the different services performed in the second quarter of 2025:

• Staffing Services: This remains the primary revenue source. In the ETM segment alone, staffing revenues declined by 7.7% year-over-year.
• Outcome-Based Solutions: These offerings, excluding contact center solutions, showed resilience, actually being up 2% year-over-year, driven by the ETM segment.
• Permanent Placement Fees: These commissions represented only about 1% of total revenue in Q2 2025.

The reliance on the core staffing model is evident, but the growth story is increasingly tied to the higher-margin, outcome-based solutions, even when the overall segment revenue is pressured. The fact that Perm fees were cited as a factor in gross profit rate compression suggests they aren't the current focus for margin expansion. Finance: draft 13-week cash view by Friday.